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Murillo Boccia05/11/2017Digital
Digital
The world is changing fast
- Natura is a big social network;
Hundreds of Relationship Managers are connected to thousands of advisors/leaders, who are connected to 1.3mn consultans. And those to 100mn consumers.
- The contemporaneity of personal recommendation
- Chat conversations
- Storytelling
-
Total affinity with the digital world
Two important Digitalization initiatives
• To transform the current business
Segmentation
Mobility
New tools
CRM, Data, analytics, recommendation
• New Digital business
Supplement Direct Sales to consumer
Offer new shopping experience
Provide data and intelligence to deliver an omnichannel experience
Trend: In Asia, largest CFT Market in the world (>US$130bn), non-store retail (DS and online) gains space in exchange of traditional retail.
Transformar oNegócio Existente
Construir um novoNegócio Digital
Digital: Two initiatives that will meet
To transform the current business
To build a New Digital business
Mobility will accelerate this meeting
All sales force and consumers connected in an
ecosystem of providing
beauty services, convenience,
communication and real-time interaction.
1 To transform the current business
99.65% of all orders are
captured digitally
Voice caption
Communication and interactivity solutions
Augmented reality
NEW EXPERIENCElayout and navigation
focused on direct sales dynamics
Customized banners
Customized offer recommendations
Automatic promotion
leverage
Customized coupons you
can share
Import and export orders
worksheetsPayment options: prepaid and credit card
New promotions: bonus points, payment and
minimum order
Analytics to usability
(Dynatraceand Google Analytics)
Responsive design, multi-browser and
multi-device
Ready to multiple
languages and regional
Display for promotional
products
Diretoria de Operações DigitaisComitê Estratégico agosto/16
2- The New Digital Business - Rede Natura: an end-consumer platform, which is inclusive to the consultant
Diretoria de Operações DigitaisComitê Estratégico agosto/16
2- Rede Natura
• The consumers take the action to shop
• Creation of the Natura Digital Consultant, with their own URL
• Enables delivery nationwide
• Regains proximity with young, AB income classes consumers
• Offers more convenience, specially for daily use products
• Modernization and rejuvenation of the Natura brand
• Widens experience to Consultants and Consumers
Diretoria de Operações DigitaisComitê Estratégico agosto/16
The advantages of becoming a Digital Consultant
When you become a NDC, you increase your number of clients and revenue.
It is possible to offer more than one shopping alternative to clients.
100% of products in stock, for everyone to buy, everywhere
There is no minimum order
The products are the same as in the magazine: there is everything the client wants
Exclusive advantages and promotions to clients
Supplementary gains to direct sales
about delivery: Natura delivers everything and the client pays the freight
No default. Natura manages payment, and clients can use credit card and installments.
Sales and digital marketing training to power your sales
Diretoria de Operações DigitaisComitê Estratégico agosto/16
Rede Natura: Digital consultants access digital tools
Diretoria de Operações DigitaisComitê Estratégico agosto/16
Algorithms help the Consultants with the hard part
Diretoria de Operações DigitaisComitê Estratégico agosto/16
At the same time, Natura also welcomes the client who prefers self-service in e-commerce
Diretoria de Operações DigitaisComitê Estratégico agosto/16
More than welcomes, talks to them on the Web
Diretoria de Operações DigitaisComitê Estratégico agosto/16
Customization and sustainability
Diretoria de Operações DigitaisComitê Estratégico agosto/16
Customization and sustainability
Diretoria de Operações DigitaisComitê Estratégico agosto/16
Customization and sustainability
Diretoria de Operações DigitaisComitê Estratégico agosto/16
Rede Natura
Growth in 2016 > 100%1.85 million consumersPositive EBITDA in the
Diamont E-bit certification2015
Most admiredcosmetics and fragrance
2016 and 2017
with no indicative of cannibalization
From 2015 to 2016 an 8% INCREASE in direct selling
and 14% aggregated with Rede Natura
5% DECREASE from 2015 to 2016
Analysis Group Consultants who joined the Rede Natura in 2016
Control GroupConsultants who did not join the Rede Natura
SUBTITLE:2015 DS2016 DS
2016 Rede Natura
R$R$
months months
A new client
Client profile is differentWe bring in new clients
+ Younger+ Urban+ Higher Income
d
d
d
d
CFs Venda Direta CFs Rede Natura
FAIX
A E
TÁR
IA
50+
40 a 49
30 a 39
Até 294,3
33,7 34,227,9
0
10
40
50
NI Alto Médio Baixo
Economic Potential -IBGE
Rede ECPhysical Consultant
Direct Sales End Consumer (EC) Rede Natura End Consumer (EC)
Direct Sales End Consumer (EC) Rede Natura End Consumer (EC)
Rede Natura - Chile
Rede Natura - Argentina
Naturabrasil.com USA
Naturabrasil.fr France
CONSULTANT APP:
315k Active Downloads10,2% Higher Productivity
15% of revenue
NATURA APP:
200k Active Downloads25% Retention
10% revenue
Convergence
o Capillarity
o Higher agility, efficiency and quality
in launching products
o Endorsement and advocacy
marketing
o Service provision
o Potential use of network assets
Direct sales has potential to add great value to the OMNiCHANNEL strategy: Digital catalyzes
SHOPPER
RETAIL
E-COMMERCEDIRECTSALES
EXPERIENCE
